4 Ways to Increase Your Dealerships Online Accessibility

The internet has changed the business of car buying so much. Consumers rely heavily on the information and tools found online to assist them in the buying process. A customer could compare pricing, look up features, trade in an old car and purchase a new one without leaving their home until it’s time to pick up their purchase. Because of this you want to make sure potential buyers can access your site easily anywhere and anytime. Here are four tips to make your dealership site more accessible.

1.    Mobilize your website:
According to gomonews.com, car buyers are shopping mobile. 25% of iPhone and Android users plan to buy a car within the next 12 months. 78% of those people say they will use their mobile device to shop for their new car. Catering to smart phone users can help you capture these car buyers online. There are tons of tools out there to help you create a mobile version of your site. Some are free. Creating a mobile version of your site allows prospects to easily access it on their smartphone or PDA.

2.    Link to your OEM:
A study done by NADA University revealed that in the month before a vehicle purchase, OEM website visits double to 52%. Most major car brand websites are mobilized. Prospects like to use these sites to check out accessories and options available for their potential purchase. Of those surveyed data shows that the “build your own” vehicle tool is the most used among OEM visitors at 43% and “offers” were the second highest at 39%. Your dealership could easily capture those leads if you are linked to the OEM site. When potential buyers click on the “offers” section it brings up dealerships in their area that have special offers. To increase your appeal to buyers, advertise offers that promote accessories and vehicle customization.

3.    Dealership Mobile Apps:
There is indeed an App for everything. And, there is good reason. Apps are the ultimate mobile friendly setup for your loyal returning customers or potential repeat customer. An App for your dealership is a constant direct line of communication to your most loyal customers. Customerdealershipapps.com offers allows you to “put your dealership in your customers pockets”. They do this by offering a web application that your customers can download on their smart phone. The app gives them access to your inventory, parts, services and accessories departments.  This easy accessibility will encourage them to use your fixed operations as well as shop your inventory.

4.    QR Codes:
When these little black and white boxes started popping up on mail, flyers, and billboards everywhere, we thought printers worldwide had gone mad. But what happened was marketers and advertisers got smart. According to a study conducted by Google, 95% of smartphone users use their phones to look up local information. Of those, 61% placed a call, 59% visited in-person, and 44% made a purchase.  Make sure you place QR codes on your marketing materials so that prospects can quickly access your site.

Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.

Assembling your sales force: Ammunition beyond accessories

“The will to win is worthless if you do not have the will to prepare.”-Thane Yost

Imagine walking into a department store and there were no clothes on any of the mannequins. The perfume clerk has no samples. The video game department has not one game set-up for kids to interact with. The only thing you see are sales people walking around empty handed asking, “Can I help you?” It’s absurd, right? People want what they see.  So it’s up to you to show them what you want them to buy. The same thing applies to your dealership. When a prospect walks into your dealership make sure you are prepared with plenty to show and interact with. This gets them excited about purchasing from you. Here are three things a good sales consultant should be armed with to draw their customers in and keep them engaged in the buying process.

Pre-loaded vehicles:

Department stores don’t just sell shirts or pants or a pair of shoes. In the women’s department they sell a cute date outfit. The mannequin not only has on a little black dress but silver earrings, and a sequined clutch to match. In the men’s department they don’t just sell Polo shirts and neck ties. They sell a lifestyle of golf and business meetings. Dealerships have to learn how to be just as creative and intuitive when dressing their show models. Check out “4 consumer points to consider when selling car accessories” and “Ten Tips for creating an Eye catching Show Vehicle using Accessories” to get creative ideas on pre-loading vehicles.

 

Sales Brochures:

Your sales consultants should have something to hand each person that walks on your lot and not just a business card with their name and contact information. Try a coupon for an oil change and then a breakdown of service prices. Maybe they didn’t by a car that day but they came back to use the coupon. And, regular service customers are 80% more likely to purchase their next car from that particular dealer. Either way you have added to your bottom line.

Accessory Displays:

Unique displays and kiosks that your customer can interact with helps create a more relaxed and fun buying atmosphere. There are several ways to do this. Aftermarket shops have some of the flashiest displays of rims, grills, and sounds systems. Dealerships could greatly benefit by customizing this idea to fit the brand they sell. There are also accessory systems like Insignia's that allow customers to view accessories on the vehicle. Computers and kiosk are set up to show the vehicle they have agreed to purchase, in the exact color, and allow the customer to place accessories on the vehicle.

Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.

Marketing Aftermarket Accessories to Women

Courtesy of Insignia's Guest Blogger Jody DeVere, CEO of AskPatty.com Inc.

The range of vehicle accessories in the automotive aftermarket industry today is nothing less than staggering.  From the simple embellishments like better floor mats and car covers to complete sparkling chrome makeovers and everything in between, there are gizmos and attachments to make virtually any car or truck carry more things, move a little faster, last a little longer, and look a little better.  In the shuffle of all these accessories, sometimes we forget who's holding the purse strings of most vehicle purchases in North America:  women.  Females make the purchase decisions in an increasing majority of North American households, and many times they are making the accessory decisions, as well.  Are you effectively marketing your own accessories to women?  Here's a list of five tips you can use to make your automotive accessories more attractive to the female consumer.

1.    Avoid the Hard Sell

Women take their time to make a purchase decision – much longer than men, and they're far more likely to do business with a company that gives her the time and space she needs to think over her purchase decision.  Make yourself available, even give her your contact number, patiently and honestly answer her questions, and then give her some breathing room before you ask for the sale.  Chances are good she isn't going to buy on her first visit, but if you make her feel comfortable and avoid pressuring her, when she does decide to buy,  she'll be back.

2.    Find Simple Solutions 

Today's woman is a mother, wife, homemaker, professional, and CFO for her family.  She is always on the go, and doesn't always have time for “some assembly required” projects.  When showing her options, choose accessories that are easy to install and utilize.  “Step one, and done” is the ticket for today's female consumer.  If she wants a project, she'll tell you.

3.    Go the Distance

In today's world, most women aren't looking to be in a new car every few years.  Her car is her family's home on the road, and she means to get all the value she can from her investment.  Accessories that preserve vehicle longevity will appeal to the thrifty mom looking to take her vehicle well into six digits.

4.    Built for Comfort

Remember, the female consumer wears many hats, and logs a lot of miles. Between shuttling kids to school and extracurriculars, driving herself to and from work, running errands, not to mention just taking a trip for fun, she spends a lot of time in the car.  Accessories aiming to make that time more comfortable, convenient, or otherwise more pleasant are the way to go, particularly those that are aimed specifically to females.  Now, we're not talking about the pink steering wheel cover or headlight eyelashes.  Purse holders, back seat entertainment systems, and other such conveniences make her time behind the wheel a little less stressful, and that's what it's all about.

5.    Think Green

This may be the most important of all the tips.  When I talk to women across the country about what they want to see in a new car, fuel efficiency and eco-friendliness are almost always the top of the list.  Items that speak to that need will resonate powerfully among women.  Items made with eco-friendly materials, goods that bolster aerodynamics and boost fuel efficiency, and high tech add-ons like GPS systems will be very appealing to women when presented in the context of a greener driving experience.

 

Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.

Do you use word tracks to increase accessory sales?

One dealership sold over $1.4M in accessories last year. They attribute much of the success to word tracks. Do you use word tracks?

Yes No What's a "Word track?"

Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.

4 Tips To Boost Your Vehicle Sales Close Ratio

Everyone remembers the famous line from the movie Boiler Room, “Always be closing”. Sounds good in theory, but is it practical? As a dealership you have to be creative, but use practical knowledge to improve your closing ratio. Here are four tips to help. All are creative but easy to apply to your operations.

 

                          

1. Practice Relationship Building:

In order to gain a new customer and their loyalty, you must build a positive relationship with them. Ask those qualifying questions, but don’t forget to be conversational and genuine. Your objective is not to just simply close the deal but, you should be striving to make a connection. When a prospect walks into your dealership whether they test drive a vehicle or not always get their contact information. Let them know you want them to be aware of any deals and specials you’re promoting. Also, ask for special dates, like their birthday and send birthday coupons. This helps facilitate a positive connection between them and your dealership. Not every prospect will purchase on their first visit, but that doesn’t mean they won’t become a loyal customer.

 2. Show and Tell:

Nothing is more frustrating for your prospect than for them to know more about the product you’re selling than you do. A salesman that doesn’t know their product immediately impacts whether a person will buy from a dealership. You should know enough about every product you sell to give a presentation. Don’t just give them enough information to operate the vehicle during a test drive. Show off certain features that will appeal to them, show them how they work and how it will benefit them. Accessories solutions and displays are an excellent interactive way of showing and telling. Pre-loaded vehicles also make great show and tell tools.

 3. Understand the meaning NO:

“No” in car sales doesn’t always mean no, it usually means “not right now”. 33% of potential dealership customers that said no said they would come back to that dealership and allow them another chance to close the deal. But, what usually happens is no one follows up. If a person says "no" it’s important to follow up and find out why. When a customer says no, invite them to take a “how are we doing?” survey. Use that information to follow up and close the deal.

 4. Practice Team Building:

Every dealership has that champion sales consultant, the one that has a 75% closing ratio and averages $800 per car in accessories sales. But you also have the salesmen that could use some work; they’re the new kid on the block or just haven’t gotten the hang of it yet. And, your entire sales team is only as strong as the latter. Use everyone else to strengthen your team. Your champion is sure to have some tips to share and lessons to teach the rest of the team. Sharing best practices or word tracks is a great dialogue for team growth..

 

Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.

Word Tracks: A Proven Method for Selling Automotive Accessories

 

Insignia has many years of experience in the automotive industry. And we’ve discovered a few strategies and techniques very successful dealerships use to create profit margins by selling accessories.

One sales strategy that we have discovered to be successful is word tracks.  Now, I know what you are thinking. "It’s a sales script", but not necessarily. A good sales consultant understands active listening, information processing, and then responding.  Ever heard the saying, good actors don’t act. It’s true, although they are saying pre written and memorized lines, the thought, intent, and emotions are real.  Why? Because, they are truly listening, processing the information, and responding. They’re just using the script to do so. You say you are not an actor, good, you shouldn’t be. But there are four characteristics you must contain to be a successful salesmen when using word tracks:

1. Excellent listener...to prepare for great questions / responses
2. Diligent at practicing...then apply word tracks
3. Empathy towards your customers...you understand their needs
4. Knowledge about your customers and your product

Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.

What is your Vehicle Accessory Sales potential in 2012?

Have you been setting Sales goals for 2012?  How about this one?

Make more money per vehicle sold

Research suggests that when setting goals being as specific as possible makes you more likely to achieve it. So, what your goal for 2012 should really look like is this:

• Example: $830 accessories sales per vehicle.

It’s specific, realistic, and completely obtainable. Toyota of Braintree achieved $1.42 Million in 2010 accessories sales and has set their sights on $2 million for 2012. They are able to set realistic and specific sales goals based on real numbers and real time information. An accessories sales solution can allow you to track your sales so that you can set specific goals too. Using the system’s tools allows you to access information such as:

• Popular Parts based on Sales
• Customer Registrations
• Sales Commission Report
• Popular Vehicle by views and much more!

Listen to Bill DeTellis projections for 2012 based on sales information tracked and analyzed using Insignia.

Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.

Season’s Greetings from Insignia Group

     

2011

has been a spectacular year and we are so grateful to have spent it with you as our customer. As you celebrate the holidays we hope that they are filled with prosperity, good health, love, hope and happiness. We look forward to serving you in 2012.

"Every piece of the universe, even the tiniest little snow crystal, matters somehow. I have a place in the pattern, and so do you…Thinking of you this holiday season!"
 -T.A. Barron

Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.

Ten Tips for creating an Eye catching Show Vehicle using Accessories

With every cul-de-sac lit up like Rockefeller Center, millions of sales papers advertising $3 dollar flat screen TVs at Wal-Mart (slight exaggeration), and ginormous inflatable snowmen in every mall parking lot, consumers are distracted. The biggest shopping season is in full swing and it’s easy for your dealership to get lost in the holiday shuffle. In order to compete you must take a lesson from the big retail giants like Macy’s and Bloomingdale’s. Ever wonder why they spend so much energy creating those elaborate window displays every year? It’s because it grabs the consumer’s attention, draws them into the store, and leads them to purchase merchandise. With a well pre-loaded vehicle, you can do the same thing. Here are ten tips for creating an eye catching show vehicle.

1.            Wheel Kits: A nice set of wheels on any car will grab attention. But, this is particularly important for prospects interested in purchasing trucks like the Toyota Tacoma, Chevy Silverado , and Ford F-150.

2.            Wraps: One of the hottest accessories in the Insignia system right now are the wraps that allow you to choose custom stripes for vehicles like the Chevy Camaro and the Chevy Cruze.  Did you know the Neiman Marcus 2011 edition of the Camaro sold out in 3 minutes! The model had unique paint and stripping.

3.            Grills: An easy way to separate your inventory from every other dealer selling the same brand is grills. Mazda is doing a great job with the new Mazda 3 grill mask selections. It’s different from any other brand. If you are selling trucks this is excellent way to grab attention as well.

4.            Electronics: It seems that we are quickly approaching the age were TV’s in the headrest of minivans and navigation in the dash of all vehicles will be standard. Why not get ahead of the trend? Both are very unique selling features for families. 

5.            Custom leather packages: For prospects who desire more luxury, custom leather on an economically produced model can really grab their attention.

6.            Window tint: This needs no explanation!

7.            Chrome accents: Prospects looking for sporty vehicles, trucks and economy vehicles all enjoy a little flash. Chrome accents like gas covers, fender trims and mirror covers give the vehicle a glitzy personalized feel.

8.            Sunroof: This is an attractive feature no matter the season.  The Hyundai Veloster offers this in an accessories package called the style package. It also includes a chrome grill surround with piano black highlights and a leather wrapped steering wheel and shift knob.

9.            iPod and Smart Phone adaptor kits: This is especially important to younger buyers. Vehicles like the Scion XB and the KIA Soul were created with them in mind and the iPod adapter is standard on all models.  Why not place the OE iPod cable inside to match the car.

10.          Body side molding: the right type of molding on a car can almost change the identity of it. For that reason alone the model will stand out. This has become a hot item for any dealer to up-sell.

Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.

What Are You Thankful for?

Insignia would like to wish you and your family and friends a very Happy Thanksgiving!

 

We are Thankful for all of our valued customers! Please take a moment and post what you are Thankful for.

Insignia Group, the leading provider of accessories sales systems and training has helped dealers maximize profits for over 10 years. Supporting 20+ brands and dealerships nationwide, we help our customers establish and grow their Accessories Profit Center. Call 888-579-4458 to learn more or schedule a demo.